Neil Rackham
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How to Make it Easier for Your Salespeople to Sell
- November 22, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…How to Make it Easier for Your Salespeople to Sell
If your company is an underdog (what you sell is more expensive than the competition, you have a new company, new technology or new product, you have a story to
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Prediction for Your Company’s Sales Force in 2011
- December 17, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…10 Sales Experts were inducted into the Top Sales Hall of Fame at yesterday’s Top Sales Awards event. They include legends, both living and deceased, like Zig Ziglar, Brian Tracey and Earl Nightingale. Current legends like Gerhard Gschwandter and Jeffrey
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Complete Sales Reference Manual – Now Available
- August 24, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This year I had the opportunity to contribute to a book that would be a compilation on sales. While sales titles are released almost weekly these days, only a small number of them contain anything new, and most don’t raise
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The Top 5 Factors to Predict Sales Turnover
- March 5, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Yesterday, I began a discussion about sales longevity or, if you prefer, turnover. What are the factors that lead to turnover and how much of that can be predicted? Start with yesterday’s article on How Long Will a Salesperson Stick